7300

30

Speaking

I. Test Your Business Etiquette

Social and business etiquette can be tricky, and making the right moves can make a big difference. Take this quiz and see how you fare in the following business situations. (See Appendix for the answers.)

1.Your boss, Ms. Alpha, enters the room when you're meeting with an important client, Mr. Beta. You rise and say "Ms. Alpha, I'd like you to meet Mr. Beta, our client from San Diego." Is this introduction correct?

2.At a social function, you meet the CEO of an important Japanese corporation. After a brief chat, you give him your business card. Is this correct?

3.You're hosting a dinner at a

restaurant. You've pre-ordered for everyone and indicated where they should sit. Are you correct?

4.You're at a table in a restaurant for a business dinner. Midway through the meal, you're called to the telephone. What do you do with your napkin?

a.Take it with you

b.Fold and place it to the left of your plate

c.Loosely fold it and place it on the right side

d.Leave it on your chair

5.You're invited to a reception and the invitation states "7:00 to 9:00 PM." You should arrive:

a.at 7:00 PM

b.anytime between 7:00 PM and 9:00 PM

c.between 7:00 PM and 7:30 PM

d.go early and leave early

6.You're talking with a group of four people. Do you make eye contact with:

a.just the person to whom you're speaking at the moment?

b.each of the four, moving your eye contact from one to another?

c.no one particular person (not looking directly into anyone's eyes)?

7.When you greet a visitor in your office, do you:

a.say nothing and let her sit where she wishes?

b.tell her where to sit?

c.say "Just sit anywhere"

31

8.You're scheduled to meet a business associate for working lunch and you arrive a few minutes early to find a suitable table. 30 minutes later your associate still hasn't arrived. Do you:

a.order your lunch and eat?

b.continue waiting and fuming that your associate isn't there?

c.tell the head waiter you're not staying and give him our card with instructions to present it to your associate to prove you were there?

d.after 15 minutes call your associate?

9.You've forgotten a lunch with a business associate. You feel terrible and know he's furious. Do you:

a.write a letter of apology?

b.send flowers?

c.keep quiet and hope he forgets about it?

d.call and set up another appointment?

II. You may think you’re polite, but how much do you really know about global etiquette? Work in pairs. Discuss the possible answer with your partner. (See Appendix for the answers.)

Russia Denmark China Germany France

In which countries is it NOT expected that you bring a gift to a business meeting?

In which country should you bring several copies of all written documents for your meetings?

In which country when shaking hands with someone, must you take off your gloves, as it is considered rude not to?

Which nationality does not appreciate humor in a business context?

In which country if you do not speak the official language, is it very important that you apologize for your lack of knowledge?

III. Telephone is a common thing in our everyday life. Nowadays important business decisions can be made over the phone. Here are important tips of telephone etiquette from the site http://officeskills.org/. Fill in the gaps with the verbs from the box:

1.a deep breath before you pick up the

phone.

2.before you speak.

3.Speak clearly, slowly and in a cheerful, professional voice.

4.your normal tone of voice when answering a call.

32

telephone duty.

6.Do not use slang words or poor language.

7.the caller properly by his or her title. (i.e. Good morning Mr. Brown, Good afternoon Ms. Sanders). Never address an unfamiliar caller by his or her first name.

8.to the caller and what they have to say.

9.patient and helpful.

IV. Read the dialogues. Find in the dialogues equivalents to the following phrases:

Could I speak to …?

Could you hold on?

Would you like to leave a message?

You are welcome.

It’s …, isn’t it?

I’m calling to …

(name) speaking.

a)(Dr Hill dials his number and asks the receptionist for extension 123.) Secretary: Mr. Brooke’s office.

Hill: I’d like to speak to Mr. Brooke.

S. One moment. Hold the line, please. I’ll see if he’s in. (In a minute or so). Are you listening?

H: Yes.

S: I’m sorry, but Mr. Brooke is not yet in. He must be still in conference with his chief. But I expect he’ll be back in a few minutes. Any message, sir?

H: Well, I’d be very much obliged if you asked him to ring me up any time before lunch. The number is 245-3077 (two-four-five-three-oh-double seven), and the name is Hill - Dr Patrick Hill.

S: Very well, sir. I’ll make a note of it…So it’s 245-3077, Dr Hill. Did I get you right?

H: Yes, that’s right. Thank you.

S: Not at all, sir. Good - bye. H: Good-bye. (Hangs up)

b)Edward: Excuse me, may I use your telephone?

Secretary: Certainly.

E: Thank you. (Picks up the receiver and dials a number).

Voice: 4802, hello.

E: Hello. Is this 4803?

Voice: No, you’ve got the wrong number.

E: Oh, I’m sorry. (Replaces the receiver)

33

c) Secretary: 2-5-6; 98-22 (double two)

Mr. Black: I would like to make an appointment with Mr. Jones. My name is Mr. Black.

S: Good morning. Just a second. I’ll put you through. Mr. Jones: It’s Jones. Good morning.

Mr. Black: Good morning, Mr. Jones. Black speaking. I’m calling about our appointment. When would you like to meet, Mr. Jones?

Mr. Jones: Just a moment. I’ll get my schedule. Is the day after tomorrow possible?

Mr. Black: That’s good. What time do you suggest? Mr. Jones: Suppose we make it 4.30. Will it suit you? Mr. Black: Yes, that’s perfect. Thank you. Good-bye.

V.Fill in the missing remarks.

1.A: May I speak to Mr. Bell?

B: …

A:Could I leave a message for him?

B:…

2.A: Is this 347-5166?

B:…

A:Oh, sorry to have troubled you.

3.A: Sorry. Mr. Fisk is on the other line. …, please?

B:All right, thank you.

4.A: …

B:I’ll call back later.

5.A: Sorry to have kept you waiting. Now I’m putting you through.

B:…

6.A: …

B:Hold on, please. I’ll see if he is in.

7.A: Sorry. Mr. Bradley is not available. Would you like to leave a message?

B:…

8.A: May I have extension 75, please?

B:…

A:Well, yes, if it doesn’t take too long.

9.A: I’m sorry. I didn’t catch your name. Will you spell it, please?

B:…

VI. Role play a dialogue. Student A read the following role card. Student B read the role card in Appendix.

Role card A

You are Mr. First.

You want to call your business partner Mr. Second to make an appointment. His number is 365-9973.You can meet him on Wednesday any time after lunch.

First you’ve got the wrong number.

Then Mr. Second is not in the office.

34

Unit 6

Contracts

A compromise is an agreement whereby both parties get what neither of them wanted. ~Author Unknown

There are various types of contracts, for example, agreements, employment contracts, export contracts, franchise contracts, international contracts, investment contracts, rental contracts, sales contracts, service contracts, wedding contracts.

Have you ever signed any contracts? What type of contract was it? What information should a contract include?

Reading

I. Read the text and check if you were right, before reading match a verb to a noun to make a phrase:

A contract is a business agreement between two parties which buy or sell goods or services. Contracts are concluded either between companies in one country or internationally, that is between companies from different countries.

The contract has the following clauses or articles:

1)Naming (definition) of the parties and their legal addresses.

2)The subject of the Contract, that is what goods or services will be bought or sold and the volume of delivery.

3)Prices and the total value (amount) of the Contract including terms of delivery.

The price stated in the Contract may be firm, fixed or sliding. Firm priced can’t be changed in the course of the Contract performance. Fixed price is the price in the market on the day of delivery or for a given period. Sliding prices can be for machinery and equipment which require a long period of delivery.

4) Time (dates of delivery) is shown in the Contract too.

35

5)Terms of delivery. The most usual terms of delivery are FOB, CIF, and CFR.

6)The Contract also specifies packing, marking and terms of payment.

Payment in foreign trade may be made in cash or on credit. The most widely used method is payment by letter of credit (L/C). The following types of L/C are usually used: irrevocable, confirmed, and revolving. An irrevocable L/C cannot be modified or cancelled without the consent of the party in whose favour it has been opened. A confirmed L/C is an irrevocable L/C, payment under which is guaranteed by a first class bank.

A revolving L/C is one under which its value is constantly made up to a given limit after payment for each shipment.

7)The Contract also includes terms of insurance (if any) and a Force Majeure clause. It usually includes natural disasters such as an earthquake, flood, fire, etc. which the parties can’t control.

8)It is also specified in the Contract in what ways disputes are solved.

All the clauses of the Contract have numbers, and in the negotiations or

correspondence one can refer to the specific clause or sub-clause.

The international Contract is usually written in two languages, one copy of each

party.

Vocabulary

I. You are going to read important information about international abbreviations from the site http://www.investopedia.com/terms/ . Fill in the gaps with the words from the box:

delivery transportation insurance credit obligations payment cost

Contracts involving international transportation often contain abbreviated trade terms that describe matters such as the time and place of and payment, the most

commonly known trade terms are Incoterms, which are published by the International Chamber of Commerce.

FOB (free on board) A trade term requiring the seller to deliver goods on board a

transportation and also insures the goods.

.

L/C Letters of are often used in international transactions to ensure that will be received. It’s a letter from a bank guaranteeing that a buyer's

payment to a seller will be received on time and for the correct amount.

II. Complete the questions and then answer them:

III. You are going to read two extracts from the real contracts taken from the site http://contracts.onecle.com/.

a) Fill in the gaps in the contract with the following words and phrases:

The undersigned parties the "seller" and the "buyer" or the "agent/distributor" agreed to conduct transaction according to the terms and conditions stipulated below: …

b) Read the following extract and answer the questions:

37

1.Who will pay for packing?

2.Who will deliver Products to a vessel?

3.Who will choose the way of delivery?

4.Who owns Products when they are on a vessel?

Product Purchase Agreement - International Business Machines Corp. and Accent Color Sciences Inc. (Jan 11, 1995)

5.0PACKAGING, SHIPMENT AND DELIVERY

5.1PACKAGING. Seller shall, at its expense, package Products for shipment in accordance with the packaging specifications set forth in Attachment 2.

5.2DELIVERY. Delivery of Products shall be F.O.B. Seller's location at 99 East River Drive, East Hartford, Connecticut.

5.3TITLE (право собственности) AND RISK OF LOSS. Title to Products and all risk of loss shall pass to Buyer upon delivery.

5.4LIENS (залоги), CLAIMS (иски) AND ENCUMBRANCES (закладные). All Products shall be free and clear of all liens, claims and encumbrances.

5.5TRANSPORTATION. The carrier and mode of transportation shall be selected by the Buyer.

38

APPENDIX

Unit 5

Speaking I

Answers to Business Etiquette Quiz

Now lets see how you did...

1.No. Introduce the more important person first. You should address your client and say "Mr. Beta, I'd like you to meet our Vice President of Development, Ms. Alpha."

2.No. In Japan (unlike in the United States or the UK), business cards are taken as a serious reflection of their owner and are exchanged with great ceremony. Yes

3.No. If you do, then you're toasting yourself.

4.D. Leave it on your chair. Definitely don't put it on the table – what if you have crumbs on it?

5.A, B, or C. It's terribly impolite to arrive early.

6.B. Make eye contact with all of the individuals you're talking with.

7.B. Indicating where your guest should sit will make her feel more comfortable.

8.A. You've waited 30 minutes. Expect an apology later, though.

9.D. Call and set up another appointment. And don't forget to apologize for your error. Imagine how you'd feel if it was you!

Speaking II

Denmark, Germany, France

China

Russia

German

France

Role card B

First, you’re a man whose number is 365-9873.

Then you’re a secretary of Mr. Second. He’s not in his office.

Finally, you’re Mr. Second. You can meet Mr. First, your business partner, on Tuesday or on Wednesday any time.

Гуслева Людмила Васильевна

Трусова Светлана Михайловна

Якманова Ирина Всеволодовна

Михайлова Екатерина Борисовна

Учебно-методическое пособие

по подготовке к практическим занятиям (включая рекомендации обучающимся по организации самостоятельной работы) по дисциплине «Деловой иностранный язык»

для обучающихся по направлению подготовки 27.03.05 Инноватика, направленность (профиль) Управление инновациями

Федеральное государственное бюджетное образовательное учреждение высшего образования «Нижегородский государственный архитектурно-строительный университет»

603950, Нижний Новгород, ул. Ильинская, 65. http://www.nngasu.ru , srec@nngasu.ru